mark101 slidedeck - class 3 - consumer behaviour

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Consumer BehaviourPresented By Lindsey Fair

WHYpeople buy.

WHATmotivatesthem. What is Consumer Behaviour?the acts of individuals in obtaining goods and services, including the decision processes that precede and determine these acts.

The study of consumer behaviour helps marketing organizations understand "why" people buy the products they do.

From a competitive viewpoint, access to information about consumer buying motivation is crucial to developing persuasive message strategiesto know what buttons to press when communicating with customers.

5 stages of purchase decisionsfive stages of purchase decision process

We've got a problem!Problem Recognition - need is discovered and leads to a motivation to fulfill it

InfoSearchInformation Search in groups discuss the steps to buying a car, now toothpaste --> different?

Routine Decision - Does not involve much money, takes limited time and has low risk. (toothpaste)Limited Decision - Involves more expensive purchases, takes more time, and has moderate risk. Complex Decision - Requires considerable time, effort and money, a proper evaluation of alternatives, and involves high risk. (car)

Evaluating the optionsEvaluation of Alternatives - assessment is made based on factors such as price, quality, style, service or any other attribute judged to be important

The PURCHASE

Evaluating the optionsPost-Purchase Evaluationcognitive dissonance: individual's unsettled state of mind that results from an action taken by an individual. Its presence suggests a lack of confidence in the decision

Influencespolleverywhere factors / influences in your last purchase

Maslow's hierarchyof needsPsychological Influences

Maslow's hierarchy of needs and theory of motivation influences marketing strategy (See Figure 4.4 in the textbook). physiological needs, safety needs, social needs, esteem needs and selfactualization needs

What level is this ad directed at?

Ideal Self

Looking glass self and the ideal self are appealing to consumers. Males pursuing the body image (ideal self) of models in Maxim magazine are influenced by skin care messages from brands like Nivea for Men and Biotherm Homme.Real Self You as you really are.Self-Image How you see yourself.Looking-Glass Self The way you think others see you.Ideal Self How you would like to be.

WHATdo yousee?Attitudes and Perceptions Selective Exposure Noticing information of interest.Selective Retention Remembering only what we want to remember.

Personal Influences - Lifestyles : activities, interests and opinions (AIOs) > psychographic profiles as a means of segmenting markets allows messages to be communicated that link a product to a particular lifestylewould you market this at the gay community specifically?Show how they did.

Age and Life CycleTechnologyEconomic Situation

Reference GroupSocial Influences - Reference Groups : common interest, member feels pressure to conform to the standards of the group, to "fit in."Family - emphasis today is on meeting consumers demands for convenienceSocial Class - division of people into ordered groups according to similar values, lifestyles, and social history

Cultural Influences - behaviour learned from external sources, such as family, the workplace, and education that help form the value systems that hold strong sway over an individual.

Go back to POLL results

2013Consumer Trends

Servile BrandsSERVILE means turning your brand into a lifestyle servant focused on catering to the needs, desires and whims of your customers, wherever and whenever they are. - think IKEA moving weekend campaign

Virgin Consumerstrendwatching.com1. keep it simple2. explain it3. don't ask for commitment think one night stand

What would your influencers be checksheet?

What would the radio station listeners influencers be?

What would loyalist cove marina's influencers be?